Revenue or activity target for a sales rep
A quota is a revenue or activity target assigned to a sales representative or team for a given period. It's used to measure performance and drive accountability. On-target earnings (OTE) are typically structured around hitting 100% of quota.
An AE has a $1M annual quota. Hitting 100% earns their full $200K OTE. At 80%, they earn proportionally less; at 120%, they unlock accelerator commission rates.